Developed and led new N. American go-to-market sales model for SAP solution areas leveraging the SAP Business Technology Platform and AI.

Lead team of sales executives driving the sales & success of SAP Business Technology Platform, data & analytics solutions across SAP's Southeast US Region. Transitioned business from on-prem to Cloud. Developed go-to-market plans with solution integrators, Solution Extension (SolEx) and SAP App Center partners.

Driving awareness, adoption and success of SAP's Digital Platform (SAP Cloud Platform) and In-Memory Database (HANA), SAP Analytics Cloud plus associated enterprise information management, platform and supporting technologies for top-100 customers (including Mohawk, FedEx, Coca-Cola, Koch Industries, Anheuser-Busch InBev, Merck and several other key SAP customers)- Developing and overseeing the delivery of Innovation and Product Roadmap events- Driving introduction and successful implementations of SAP HANA on Google Cloud Platform, AWS and Azure- Closely collaborated with Hadoop & Spark providers to better articulate joint value proposition in conjunction with SAP Cloud Platform, HANA and DataHub

As a vital member of a new team tasked with driving BusinessObjects data & analytics software into the SAP customerbase, I spearheaded the development of strategic initiatives aimed at bolstering the adoption of SAP BusinessObjects BI and data services within both existing SAP customers and new market segments. This encompassed:- Crafting and executing highly effective campaigns tailored to various industries and market niches, driving substantial pipeline growth and accelerating deal closures- Devising industry-specific positioning & strategies for key sectors such as CPG, High Tech, Professional Services, Oil & Gas, Utilities, Life Sciences, Public Sector, among others -- tactics included tailored deal support services and demand gen to ensure continuous and proactive solution communications- Inspiring partners to invest in deal execution (custom content + demos, POCs, etc.) and demand-gen efforts- Developing comprehensive business cases for individual deals and creating reusable ROI materials to advocate for enterprise-wide adoption of BI- Building ROI analyses for notable customer successes (Newell Rubbermaid, Baldor, CSC, others)- Leading ‘must-win’ strategic sales cycles by articulating solution value, positioning key differentiators, developing demonstrations and providing specifics of like-customer successes to stakeholders & executives- Providing strategic 'white space' account planning services to account teams to identify and pursue qualified leads- Showcasing SAP BusinessObjects BI + Data Services and their benefits through presentations at industry conferences and events across North and South America

Overall lead for software positioning, go-to-market programs and license sales for N. America. Grew incremental license revenue over 10X, exceeding sales targets for 3 consecutive years. Chief responsibilities included business planning and priority-setting, conceiving and executing demand generation and pipeline development programs, scaling field coverage through enabling sales executives, solution engineers and partners, and thought-leadership through evangelism at industry & customer-facing events.- Elevated SAP RPM product to a leadership position with industry analysts (Gartner, IDC, Forrester, others) by developing a detailed action plan to swing analysts' perspective towards a positive SAP sentiment- Drove market share by building a strong customer/partner ecosystem and positive product perspective - established strong alliances with Deloitte, Bearingpoint and several entreprenurial ISV and SI companies including HCL-Axon, PlatinumDB, and Penitus.

Led product re-positioning after year-1/launch shortfall. Grew pipeline to over 3X, resulting in 5X revenue growth in 12 months. Developed market requirements document used to determine software development investment and areas of focus. Developed inter-organization annual plan, executed demand generation programs, partner go-to-market and supported strategic sales opportunities. Briefed analysts and developed solution briefs, white papers and industry point-of-view collateral.- Presented at PMI,PDMA annual conferences on Best Practices in Portfolio Management

Lead for portfolio management and packaged composite applications or, “xApps” at SAP, enabled global and regional exchange of information across SAP Consulting and partners enhancing specific xApps competencies and skills. Collected, documented and communicated consulting best practices and lessons-learned across ecosystem along with topics that could not be delivered by local resources. Supported SAP sales opportunities and events by providing product specifics, demonstrations, implementation plans and estimates, and recommendations based on implementation best practices. Responsible for the customization of customer-specific prototypes to support sales. Drove the conversion of implementations into showcase references early in product life, resulting in improved public and analyst perception of solution. Responsible for developing and presenting training on products, Enterprise Services Oriented Architecture & Web services and implementation methodology.

Now part of Perforce (formerly Akana, SOA Software, Rogue Wave), initiated and managed Blue Titan’s (Web services networking software vendor; merger of Velocigen and ServiceMesh) pre-sales and services team providing technical and architectural support to account teams and customer implementations. Worked with product management and account teams to define implementation methodology and evangelize corporate positioning and Web services networking to prospective customers and partners. Role required understanding of underlying and associated technologies including QoS issues surrounding HTTP and TCP/IP networks, J2EE application servers (Websphere, Weblogic) and .NET Framework, .NET and J2EE Web services, and legacy enterprise software. Identified and educated system integrators and software vendors to leverage indirect channelss. Interfaced with R&D to incorporate customer and pre-sales feedback into product development. Project managed first successful implementation of Blue Titan Network Director and post-sales relationship. Co-authored with Rotech CIO, a white paper detailing a HIPAA-compliant, Web services based certificate of medical necessity system for Home Healthcare.

Started consultancy providing Web services and CRM expertise. Led design, implementation, and product marketing of a strategic new business initiative in environmental planning for Parsons Engineering and Construction, Inc. (architected .NET system with Web services GIS integration) and the NAFTA region CRM implementation at Syngenta.

Initiated and grew EMEA alliance ecosystem across consulting, sales, and marketing during a period of rapid annual growth (100%+ revenue/personnel). Presented to board level and executives of prospective clients on solution, technology, business value justification and implementation capability. - Transitioned won opportunities from sales to partner/internal consulting teams and was accountable for customer success. Motivated and supported partners in expanding their investment in Pivotal. Responsible for development of Pivotal’s Rapid Productivity Methodology. Developed and executed regional partner marketing and sales plans across region. Led strategic Services and Technology partnerships including USi, Navision and Microsoft (EMEA) through the development of industry solutions and joint marketing/sales planning. Provided strategic partnership analysis & recommendations to executive management.- Presented to Industry analysts (Gartner, Ovum, ISM, IDC) to position demand chain solution, architecture and implementation success. Spoke at industry conferences evangelizing product vision & implementation methodology. Authored client ROI studies detailing success. - Product Manager for hosted CRM solution. Overhauled ASP/hosting go-to-market strategy and business plans with key partners to react to changing ASP business model and market conditions. Coordinated R&D and hosting partners to improve hostability of products and adhere to Microsoft .Net roadmap. Collected requirements and provided feedback to R&D and managed introduction of technology to EMEA region.

Deployed enterprise IT systems Siebel CRM, Pivotal CRM and Tax Systems for various clients. Successfully executed Perot’s first Siebel implementation for a privatized federal agency. Designed corporate taxation systems for new AT&T telecom offerings. Project managed the implementation of a global CRM system for ENR-100 firm (Parsons Engineering & Construction).

- For hazardous waste (RCRA, CERCLA) projects, deployed Geographic Information Systems and environmental sample tracking systems. Project Manager for USAF (AAFCE), Corps of Engineers, EPA (RACS) and private client environmental remediation and other engineering projects.- US Embassy renovation and construction project support as part of US State Department - Foreign Building Operations contract. Supported CAD, database and software development.

Project Engineer for private client, US Army and NC trust fund (NCDEM, DENR) hazardous waste assessment and remediation projects. Managed outsourced IT and advised management on IT systems.